Survey may indicate buyers need attentive agents

buyer agentA recent MarketWatch report indicated that the top four reasons why millennials are not buying homes include: lack of down payment; student loan debt; credit card debt; and not knowing where to start. The reasons per se may not surprise you; however, regional differences are interesting.

Daniel Goldstein’s May 30th report (Millennials in Texas and in California reject home ownership for vastly different reasons; tries to tie together a recent Carrington Mortgage survey and the lack of homeownership participation among millennials. Since millennials are supposed to be the heir apparent to the U.S. economy; he ponders about why there is only a 38% homeownership rate (according to CoreLogic) among millennials when mortgage interest rates are at record lows. The figure pales in comparison to the homeownership rate of 52% of the same age group in 1980 – at a time of double digit interest rates!

Millennials in the western region of the U.S. seem to be mostly concerned about down payment. This may be due to the region including many high cost metro areas. Additionally, the western region has seen much of the home price growth and hot markets we hear about in the media.

Midwestern region millennials are mostly concerned about student loan debt, which has a direct impact on their debt-to-income ratio. The midwestern region has some of the lowest cost of living areas, which influences wages and ability to qualify for a mortgage.

The top concern for millennials in the northeast is credit card debt. And while having credit card debt is not necessarily a bad thing (as long as credit is not maxed out and payments are timely); many do not understand the general concepts of credit reports, and the relation between credit scores and credit card debt.

Whereas most of the country seems to be concerned about wages, savings, and debt; southern millennials (which includes Maryland, DC, and Virginia) are reported to be generally stumped about the home buying process.

What millennials reported in the survey is what generally daunts first time home buyers – the overwhelming process of buying a home. Although not considered rocket science, buying your first home can be intimidating. And it’s not just because it is one of the most expensive purchases of a lifetime; but also because the process is multifaceted with many possible pitfalls. Recent industry trends have also made the process less personal, leaving many home buyers to “figure it out” on their own.

Millennials’ concern about the home buying process may not necessarily be economics as it is about the industry itself. It may be a telling sign that “continuity of care” in the real estate industry is lacking, and should have many professionals revisit the client centered business model.

Although recent industry trends favor real estate agent teams as a means to high volume home sales; buyers who work with a team may not necessarily be overly satisfied with communication and support. Millennials and other first time home buyers may be seeking seasoned real estate agents and loan officers who are able to listen to their needs and concerns, while being able to educate and provide guidance. Much like having the ability to talk to a physician directly, rather than communicating through messaging services and technicians; having a single Realtor® who can promptly answer phone calls and emails, may greatly increase satisfaction and quality of service.

Copyright © Dan Krell

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